E-commerce & Marketplace Strategy and Management

An e-business assessment, three-year strategy and hands-on coaching for an Italian premium footwear brand, to grow online sales while restoring the full-price positioning that heavy discounting on marketplaces had eroded.

Services

Support

Advisory / Strategy
Business mgmt & performance optimization
Coaching & Fractional management

Goal

Raise the profitability and brand value of online sales, reduce dependence on a marketplace generating three quarters of direct online revenue, and build a team able to run direct channels with a KPI-driven approach.

Approach

We assessed eight areas, from organisation to logistics and online distribution, then defined 78 initiatives across seven guidelines, a 2023-2026 roadmap and P&L, supported the search for a head of e-business and coached the team.

Results

A plan to grow online net sales by around two thirds in three years while lifting EBIT margin by five points, and a target organisation with a dedicated head of e-business and clear ownership by channel.

E-commerce & Marketplace Strategy and Management

Who worked on it

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